The average time taken to decide on buying an apartment in 2025 has increased to 67 days, which is more than three times longer than in pre-war 2021 (21 days), according to the press service of the development company DIM, citing internal CRM analytics and market analysis over the past four years.
“We are no longer dealing with emotional demand. The buyer of 2025 is a person who thinks, doubts, compares, consults, and chooses a balance between emotions and rational preferences. Selling has become a process of mutual decision-making, not just a demonstration of advantages,” comments DIM junior partner Arseny Nasirovsky.
According to the company, the number of points of contact before a purchase has increased 2.3 times since 2021, from 5-6 times to at least 13. Today’s buyers research the project online (website, digital cases, video reviews), visit the sales department at least once with a companion or relative, monitor the construction progress for some time, and even request a legal review of documents or a contract template for review.
At the same time, in 2021, 62% of transactions took place at the foundation stage or when the property was up to 30% complete. In 2025, such cases will account for just under 18%. On the other hand, 77% of purchases are properties that are more than 60% complete or have recently completed previous phases, demonstrating that the developer is continuing to build and is doing so systematically.
As for neighboring markets, this figure ranges from 60 to 120 days in European countries. In particular, in Spain, the average cycle for deciding to buy an apartment is 90-120 days, in Germany – 75 days, and in Poland – about 60.
“The market must adapt to a new behavioral model. If earlier it was a race for square meters and discounts, today it is a test of reputation, documents, and the logic of development. A new norm is emerging that is quite capable of changing the logic and structure of the new-build market: a thoughtful, rational purchase with elements of financial planning,” Nasikovsky concludes.
The portfolio of the development company DIM consists of real estate in Kiev and the surrounding area with a total area of more than 900,000 square meters. More than 3,600 apartments have been commissioned, and more than 356,000 square meters of residential and commercial space has been built. Six projects with a total area of more than 346,000 square meters are under construction.
Source: https://interfax.com.ua/
